Professional Sales Term ProjectAnthony Aleong, Colin MacInnis, Ryan Duggan, Thomas Clark

C.A.R.T

Shopping

Case #4189

C.A.R.T

Case #4189Category: Professional SalesCode Name: Operation FridgeProduct: Full Sized FridgePrice Range: $700-$1,000

THE PLAN• Shop at various retailers• Locate fridges & salespeople• Execute a situational-need story• Analyze effectiveness of sales presentations• Maintain anonymous identity

J.R. Rahey’s• Retailer: J.R. Rahey’s• Customers: Thomas & Ryan• Communication Styles: Amiable• Salesperson: Bill

Case #: 217 Shopping C.A.R.T

SEARS• Retailer: Sears• Customers: Colin & Ryan • Communication Styles: Expressive• Salesperson: Shelly

Case #: 218 Shopping C.A.R.T

MAYTAG• Retailer: Maytag• Customers: Colin & Ryan • Communication Styles: Driver• Salesperson: Failed to Obtain

Case #: 219 Shopping C.A.R.T

HOME DEPOT• Retailer: Home Depot (Online)• Agent: Anthony • Code Name: The Aleong Stallion• Uncover Identity: E-Customer• Communication Style: Amiable• Salesperson: Jennifer

Case #: 220 Shopping C.A.R.T

Attribute Importance Rank

Firm Performance

Score

Price 8 8 64

Salesperson Knowledge

7 7 49

Delivery 5 4 20

Warranty 3 4 12

Helpfulness 6 7 42

Total 187

Attribute Importance Rank

Firm Performance

Score

Price 8 9 72

Salesperson Knowledge

7 4 28

Delivery 5 5 25

Warranty 3 4 12

Helpfulness 6 4 24

Total 161

Attribute Importance Rank

Firm Performance

Score

Price 8 8 64

Salesperson Knowledge

7 7 49

Delivery 5 4 20

Warranty 3 4 12

Helpfulness 6 7 42

Total 187

Attribute Importance Rank

Firm Performance

Score

Price 8 6 36

Salesperson Knowledge

7 5 35

Delivery 5 2 10

Warranty 3 3 9

Helpfulness 6 4 24

Total 114

SEARS

MAYTAG

J.R. RAHEY’S

HOME DEPOT

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